5 Actions to Fill Your Pipeline for a ROBUST Spring!

5 Actions to Fill Your Pipeline for a ROBUST Spring!

Real estate coach Denise Lones shares 5 actions you can take today to create strong business activity and results in the coming months.

It's been a quieter fall and winter with interest rates twice what they were last year. Some agents are looking forward to a good, steady spring and summer. Others agents are getting worried about where their next transaction is coming from.

If you are worried, then this is what you need to know: The best way to handle a worried mind is to take action.

If your business isn't where you want it to be, if your prospects are silent, then you need to get something going in your pipeline and you need to take action to get out of your head! Here are five opportunities for you to explore right now:

#1 Past Client Connections

Yeah, there is nothing techy or new and exciting about reaching out to past clients, but this is the #1 way to get out of a funk. Why?

Your past clients are your past adoring fans. Unless something went wrong or caused the relationship to cool, they will probably appreciate hearing from you. Plus, you will likely feel great after talking with them!

Don't make the mistake of reaching out to past clients empty-handed. Offer them something: A report, a market consultation, an equity report, something more than just, "hi!".

The easiest thing to do is to reach out to 5-10 past clients a day or a week with an offer of a market consultation. The offer can read as follows:

"Dear past client, it has been a whirlwind of a year in real estate and the market has changed quite a bit over the last 12-months. As your real estate advocate, I am offering all of my past clients a one-on-one Real Estate Market Consultation to get your questions answered about anything related to real estate. You may have questions about your home value, your future plans, or even about how certain home improvements will affect your market value. All questions are on the table! Can I get your consultation scheduled for next Thursday at 5:00 pm?"

At the meeting, have a few stats or graphs for their local area so they can see the supply-and-demand trends as well as pricing trends and have something to take away. Otherwise, you are there to answer their questions and reconnect.

You can reach out first by text or email, but if they don't respond, follow-up with a phone call.

In addition to helping you feel great, past client connections are the most sure-fire way to get referrals!

#2 Classes = Opportunity to Showcase Your Expertise!

Most people undervalue their experience and expertise. However, you have a wealth of knowledge that can help other people now! A class is a great way to connect with other people while highlighting your expertise and not having to be "salesy". Here are five classes you could probably put together with little effort - a few slides and talking points:

  • Developing a Savvy Buying Strategy
  • Real Estate Wealth-Building 101
  • Preparing Your Home for Sale - 100-Point Punchlist
  • Downsize? RIGHTSIZE! Changing Your Square Footage for the Lifestyle You've Always Wanted
  • House Hacking - Generate Income While Living in Your Property

#3 Real Estate Wealth-Building Consultation for a Non-Profit Silent Auction

This may seem like a longshot, but the winning bidder may be motivated to develop an investment strategy so it is a great way to have a conversation about how to do with a second property. Make sure you have tools like the Future Value Calculator to run demonstrations and show how wealth is created through appreciation and equity growth.

I would also supply the non-profit with some business cards and a little business card holder so others who are interested can grab a card. Alternatively, make a postcard specifically for the event about the wealth-building consultation service and provide those to the non-profit.

Take note! You may want to be strategic about the non-profits you offer these to as different non-profits attract different audiences. One might go to a silent auction to support a quilt guild thinking they are walking away with a quilt, whereas an event to support an educational foundation may attract a wider variety of folks.

4. 100-Point Home Preparation Consultation

Homeowners are inundated with offers to get their home value. But how many offers are they getting for a free 100-Point Home Selling Preparation Consultation? Make a checklist of 100 things (or choose your own number) that you review with the seller before putting the home on the market. Replacing burned-out lightbulbs, making sure all switchplate covers are clean and whole, and fixing all leaks are just a few of the items that can be included on the checklist.

They sign up, you go over and perform the consultation during the home walk-through, and then you can leave the report with them along with a copy of your listing services - for when they are ready, of course.

This can be an amazing offer for a farm area or for a group of people who may not know you very well yet.

Want to take it to the next level? Create a video with a before and after: Tour a home (even yours) before the 100-point checklist, show a bit with you going through the house (think sped-up footage), then show the after with everything corrected. Wow! Post that on social media and your website and you may find people clamoring to get on your schedule.

Of course, just because you perform the walk-through and consultation doesn't mean they are ready to list, but again, this lays the groundwork for future business and possible referrals!

#5 Go to a Party or an Event

Yes! I am giving you permission to go and have some fun, but do it right. If you are attending with the goal to get business, then go and relax, have fun. Remember to socialize! Don't be a wallflower. Talk, be lovely, and if the conversation comes around to business, make sure you have a quick sentence in the hopper that gets them asking more questions.

For example, I would never answer the question, "So what do you do?" with "I am a real estate agent." I did that once and found that the conversation quickly moved past that statement. After some experimentation, I discovered that by answering that question with, "I help people build wealth with real estate," would often result in follow-up questions and a great conversation!

If you are feeling anxious, the worst thing you can do is to sit there and dwell on your pipeline. Take action today and plant the seeds that your future business needs!

Follow Denise on Facebook
Follow Denise on Twitter

By Denise Lones CSP, M.I.R.M., CDEI - The founding partner of The Lones Group, Denise Lones, brings nearly three decades of experience in the real estate industry. With agent/broker coaching, expertise in branding, lead generation, strategic marketing, business analysis, new home project planning, product development, Denise is nationally recognized as the source for all things real estate. With a passion for improvement, Denise has helped thousands of real estate agents, brokers, and managers build their business to unprecedented levels of success, while helping them maintain balance and quality of life.